The Beback Myth: Why Waiting for Returns Is Costing You Sales

Let’s talk about the elephant in the showroom – the elusive “beback.” You know, that customer who says, “I’ll be back,” with all the sincerity of Arnold Schwarzenegger in Terminator. Spoiler alert: They’re probably not coming back.

At Willowood Ventures, we’ve seen this dance play out more times than we can count. It’s time to bust the beback myth wide open and focus on what really matters: converting that initial appointment into a sale.

The Beback Breakdown: Why They Won’t Really Return

First things first, let’s get real about bebacks. According to a study that’s probably gathering dust somewhere, customers visit an average of 1.6 dealerships before buying. That’s not a lot of room for “coming back.”

Here’s the hard truth:

• Most bebacks are just a polite way of saying “no thanks”
• Every day that passes reduces the chance of a return visit
• Your competition is working hard to make sure they don’t come back to you

So, what’s a savvy dealership to do? Focus on making that first visit count!

The 3-Minute Magic: Converting Appointments on the Spot

Here’s where the rubber meets the road. At Willowood Ventures, we’ve developed a 3-minute process that can dramatically increase your chances of closing the deal during the first visit. It’s not rocket science, but it works like magic:

1. Listen Like Your Life Depends On It: In the first minute, shut up and let the customer talk. You’d be amazed what you can learn.
2. Address Concerns Head-On: Use the next minute to directly address any issues they’ve mentioned. No beating around the bush.
3. Close With Confidence: In the final minute, make your move. Present a clear path to purchase that addresses their needs.

This approach, combined with our proven Facebook Sales Event strategies, can significantly boost your conversion rates.

The Follow-Up Fallacy: Why Chasing Bebacks Is a Waste of Time

Now, I can hear some of you saying, “But what about follow-ups? Shouldn’t we be calling bebacks?” Well, sure, if you enjoy talking to voicemail. The harsh reality is that most salespeople aren’t making these calls anyway.

Instead of chasing ghosts, focus on improving your in-store experience. Our BDC services can help you create a customer journey that’s so smooth, they won’t want to leave without buying.

The Beback Survey: A Last-Ditch Effort That Actually Works

Okay, if you absolutely must follow up (we get it, old habits die hard), here’s a technique that sometimes works: The Beback Survey. But there’s a catch – don’t let your salespeople do it.

Have someone neutral, like a BDC agent or that intern who’s always looking for something to do, make the call. Keep it short, sweet, and focused on improving your service. You might just uncover the real reason they left and how to get them back.

 

The 5 Magic Questions for Your Beback Survey:

1. What was the best part of your visit?
2. Was there anything that could have made your experience better?
3. Did you find the vehicle you were looking for?
4. What’s the main factor influencing your decision right now?
5. Would you be open to a follow-up from our team to address any concerns?

Remember, the goal here isn’t to sell – it’s to learn. Use these insights to improve your process and maybe, just maybe, rescue a sale.

The Willowood Way: Maximizing First-Visit Conversions

At Willowood Ventures, we believe in making every visit count. Our consulting services are designed to help you create an experience so compelling, customers won’t want to leave without making a purchase.

Here’s how we do it:

• Streamline your sales process to respect customer time
• Train your team to identify and address concerns in real-time
• Leverage technology to provide instant information and options
• Create a follow-up system that actually works (and gets used)

Ready to Kiss Bebacks Goodbye?

It’s time to stop relying on the myth of the beback and start focusing on what really matters – converting visitors into buyers on their first visit. With Willowood Ventures by your side, you can transform your dealership into a lean, mean, selling machine.

Ready to revolutionize your approach and say goodbye to the beback blues? Give us a call at 833-735-5998. We’re ready to help you turn those “I’ll think about it” into “Where do I sign?”

Want to learn more about how we can supercharge your sales process? Reach out to our team for a personalized consultation.

Don’t let another potential sale walk out the door. Fill out our quick contact form, and let’s start turning those first visits into sales today!